How to sell ANYTHING to ANYONE, GUARANTEED: The only guide you will ever need for sales
Income Insiders #12
In the world of business and finance, having the knowledge to conduct good sales exchanges, is extremely vital for you in the long run.
“How exactly do I sell anything?” you might be asking, well there is a PROVEN 8 step formula for winning at sales, and that is what I will teach to you.
Before we begin, don´t forget to subscribe. It is free and helps me out a lot, thank! Now let us begin!
Find a worthy product
“Face it, no one is going to buy something that isn´t good” is what I would say if I was stupid. You need to find product that people “think” is a good quality product. It doesn´t even need to be the most premium thing every, but you need to market it to them so that they BELIVE that it is a premium product.
A good, and surprising example of this, is when Steve Jobs showcased the first ever iPhone. When he was doing it, he was rumored to swap the iPhone out over 7 times during the whole presentation. The developers even had to code the first iPhone to have a specific set of apps and things that had to be done in a certain order, because that order had the least chances of malfunctioning.
You don´t need to sell a good product, just make people BELIVE it is a good product. Its as simple as that.
Find worthy people
Now all products, are put into these 3 categories: For the poor, middle, and rich. When you have picked a product, you need to target the audience that the majority of that product is.
For example, a Mercedes A class SUV would be for the “middle” audience of people, since it isn´t a super cheap car, nor is it a very expensive car. It is much easier to sell this car to the “middle” audience of people, than to the poor or rich audience, for the other audiences either cannot afford it (the poor), or they don´t want it because they have or can afford something better (the rich).
Advertise/Set up appointments
In the realm of sales, advertising serves as the initial gateway to capturing the attention of potential customers. Statistics reveal that effective advertising can significantly impact consumer behavior, with 43% of consumers more likely to purchase a product after seeing an advertisement that resonates with them. For instance, consider the case of Coca-Cola's iconic holiday commercials, which evoke feelings of warmth and nostalgia, leading to increased sales during the festive season.
Once interest is piqued through advertising, the next crucial step is setting appointments to further engage with prospective clients. Research indicates that timely follow-ups can drastically improve conversion rates, with a staggering 80% of sales requiring five follow-up calls after the initial meeting. Take, for example, the strategy employed by real estate agents who promptly schedule property viewings after potential buyers express interest, capitalizing on the momentum generated by the initial advertisement.
Moreover, personalized communication plays a pivotal role in setting appointments, with personalized emails boasting a 29% higher open rate compared to generic counterparts. This underscores the importance of tailoring outreach efforts to individual preferences and needs. Imagine a scenario where a boutique clothing store sends personalized invitations to loyal customers for exclusive shopping events, fostering a sense of VIP treatment and driving sales through targeted appointments.
In essence, the synergy between impactful advertising and strategic appointment setting forms the cornerstone of successful sales endeavors. By leveraging compelling advertisements to capture attention and employing personalized, timely follow-ups to nurture leads, businesses can forge meaningful connections with customers and ultimately drive revenue growth in today's competitive marketplace.
Tell them WHY they need it
A large argument in families, among the parents, is about either parent buying something wasteful. This is a valid thing to be mad at, but this should be the thing you hate the most. You want all the people with “executive power” to say that “they NEED the product”.
There is a proven way to do this: Create a need for your product. Let me explain with an example. A famous interview question “Sell me this pen”, is an interesting take on creating demand. Best showcased in the famous movie: The Wolf of Wallstreet, when Mr. DiCaprio and his friends are sitting down in a dinner, his friend was asked to sell someone a pen. He fails, and Mr. DiCaprio give it a try, by asking Mr. Belfort (the person whom he was selling the pen to) to write his name down on a napkin. Mr. Belfort says “But I have no pen”, which Mr. DiCaprio promptly replies, “Supply and demand”. In this example DiCaprio, before doing anything, creates demand.
This can be done in many ways, but most often by inability. “Oh, you can´t go with me on a road trip because you don´t have a car”. This creates a demand. “But I know someone who sells really cheap cars, I´ll call him up right now” This is the supply. If you want to sell something, you need to grab their attention as soon as possible, and keep it for as long as possible.
In writing, authors use hooks in the beginning of their stories to captivate readers, and make them want to read the book. Unfortunately thanks to social media, our attention span is so fried that technique doesn´t work anymore (still use hooks in essays for school guys!). Instead, I developed a technique called FPP or First Priority Product. Let me explain. With FPP, you need to make the product urgently needed by the person whom you are selling it to, making it their first priority. This urgent need for this product will get them hooked into buying it. This phenomenon is similar to short form content on TikTok and YouTube Shorts, which entices people immediately by giving them cheap dopamine, but that is a topic for another day.
Now how can you make your product their first priority, well you need to create a problem. Mr. DiCaprio created a problem when he was selling Mr. Belfort the pen. The problem of not having a pen to write his name down on the napkin. The connects the desire to listen to his friend, and not having a pen, which makes the brain think of the pen as his first priority. Once you bring the product to their attention by telling them why they need it so badly, then you need to just make the deal even better, which is the next part.
Make the deal seem so good they can´t say no
This type of sales, at least the modification of the deal really only starts when you sell “for the middle” or “for the rich” products, like cars, watches, houses, etc. The reason is that the products “for the poor” are mainly going to be toys, drugs/alcohol, and useless objects. Almost all of these are wholesale products and their price cannot be negotiated. I know to people in countries in Asia for example, it is shocking that you cannot haggle the price of your protein bar at Whole Foods with an employee making 15 bucks an hour. How confusing. But anyways, a universally proven rule for making a deal so good that they can´t say no is to compare. “Compare? What do you mean Gabriel?”. There are 2 types of comparing in sales, to the existent, and to the non-existent. Let me make this simple. Comparing to the existent is saying “How much better off you will be with my product, compared to the one you already have.” Comparing to the non-existent is saying “How much better off you would be by having my product, versus not having it”. Almost all the time, it is easier to compare to the existent, than to the non-existent. Let me give you an example of an existent comparison. When you go into a computer store to buy a laptop, and you come across a MacBook for $1000. Great deal you think to yourself, and you go up to a store clerk and ask them to get it for you. They go over and say “Oh, only 8gb of memory, that would be very bad. I recommend 16gb. It would run much better.” The moment they say “much better” or “superior”, then you know it is an existent comparison. Now imagine you get a job offer in a city that is an hour away from you. You can´t take a bus, because they don´t have bus stops in your town. You look at the situation, and see that you could be making a lot of money at this job, but you don´t have a car. So you go out and buy one, in order to be able to commute to the city where your job is at. The comparison is between not having the car, thus making you ineligible to get that job in the city, versus having the car, getting a new job in the city, and being more mobile thanks to the car. This is an example of a non-existent comparison. When selling something, you need to have information like what job do you have, do you travel a lot, how much would you use my product. These are all important things when doing sales. Information is vital. When you are trying to sell something, you need to identify if they have something similar, (meaning like do they have a car, not do they have a Mercedes) or they don´t have your product. If in your case, it is the first one, than you need to show them how much better your product is over the existing one that they use. You can do this in many ways, like bringing up statistics, having a demonstration, or talking about how much money they could save if they brought your product. Trust me, peoples interests are peaked when savings are involved. Remember, you have to keep their attention for the longest amount of time, in the shortest amount of time to begin with. Now when it comes down to the price, negotiations are key, and often the most vital part of your sales pitch. Next we will talk about negotiations.
Negotiate
Make them win. Make the person whom you are selling win. Sorry, I meant make them feel like they´ve won. Giving them a super good price in exchange for 5 contacts may seem like a win in their eyes, and don´t get me wrong it is, but with those 5 contacts, if you manage to sell your product to all 5 of them, then you just made 5 times more money than you would´ve if you had just sold your product at a good price, to just 1 person. This is a negotiating technique. There are a total of 5 techniques used in negotiations that will grantee that you get out of that deal with the better end of the deal, every single time. Let us begin!
Flinching involves reacting with surprise or dismay to the initial offer, creating the impression that the price is too high. This technique is effective as it can cause the other party to reconsider their offer, leading to potential concessions or a more favorable outcome.
Nibbling is the tactic of making small additional requests or demands after the main deal has been agreed upon. It works well because it allows negotiators to gain extra value without significantly altering the overall agreement, making it harder for the other party to refuse.
Exchange for a better price involves offering something of value in return for a lower price or better terms. This technique is advantageous as it allows negotiators to demonstrate flexibility and create a win-win situation by satisfying both parties' needs while still reaching a favorable outcome.
Lowballing entails making an initial offer that is significantly lower than what one is willing to accept. This technique can be effective as it sets a lower starting point for negotiations and may lead the other party to counteroffer closer to the negotiator's desired price, ultimately resulting in a more advantageous deal.
Anchoring involves establishing a reference point, such as a high or low initial offer, which influences subsequent negotiations. This technique is powerful because it can shape the perception of value and guide the direction of the negotiation towards a desired outcome by framing the discussion around a specific point.
Close the sale
Closing the sale is the culmination of the sales process, where the prospect commits to purchasing the product or service. It requires effective communication, understanding the customer's needs, and addressing any objections. Timing plays a crucial role in closing, as salespeople must recognize when the prospect is ready to buy. Various closing techniques, such as the assumptive close and the alternative close, can be employed based on the situation and the prospect's preferences. Overcoming objections is essential, and sales professionals must anticipate and address concerns to reassure the prospect. Following up after the close is vital for maintaining customer satisfaction and fostering long-term relationships.
Rinse and repeat
Rinsing and repeating the sales process is essential for sustained success in sales. After closing a sale, it's crucial to evaluate what worked well and identify areas for improvement. This involves reflecting on the strategies employed, the communication techniques used, and the overall effectiveness of the sales approach.
By analyzing the sales process post-closure, sales professionals can glean valuable insights into customer preferences, market trends, and competitor strategies. This information can inform future sales efforts and help refine tactics for better outcomes.
Rinsing and repeating also entails maintaining momentum and staying proactive in seeking out new sales opportunities. Whether through follow-up with existing customers or prospecting for new leads, consistent effort is necessary to sustain growth and profitability.
Furthermore, adapting the sales approach based on feedback and changing market dynamics is essential for staying competitive. This may involve refining pitch presentations, updating product knowledge, or adopting new technology tools to enhance the sales process.
Regularly revisiting and refining the sales process ensures continuous improvement and keeps sales professionals agile and responsive to evolving customer needs and market conditions. It's a cyclical process of learning, adjusting, and executing that ultimately leads to greater success and achievement of sales goals.
Conclusion
In my humble opinion, with just the information I provided you in this article, you could go start selling, as the title suggests, ANYTHING to ANYONE. If you have any questions, feel free to comment, and don´t forget to subscribe. As always, I´m Gabriel, this is Income Insiders, and thanks for reading.
-Gabriel